What was your first sale? What about it made you confident that real estate was for you?
I booked reservation appointments for all 85 lofts at 601 Fourth Street, effectively selling out the building in 45 minutes. Those were my first 85 sales. Naturally, my next thought was that this was going to be a great career choice.
When did you get into the business, and why?
I was hired as a receptionist for a real estate firm on Union Street while still in college in 1975 and was promoted to company escrow manager (under the owner’s tutelage) the same week. I was an English major who quickly succumbed to a passion for real estate.
What makes you successful? Three things.
I listen. I work with a partner and a great team. I sincerely believe I am helping every client I work with build a better financial future for themselves.
What drives you on a daily basis?
Now, it is mentoring new agents and utilizing years worth of associations and experience to successfully get buyers into the home they want, and getting sellers the best positioning and price for their home.
Do you use a coach? Who and why? If not, why?
I love being coached and have used Mike Ferry, Tom Ferry and Brian Buffini over the years.
Do you work in a team? Why? If not, why?
I always have a partner. [It’s] much more fun, and a team is better at doing what I should not be doing.
Do you buy leads from the portals? Which ones and why?
What technology is most important to your success?
Mobility. I started before faxes, when a verbal ratification was legal.
What is the first thing you do in the morning to help you be successful?
Meditate, every morning.
How many hours do you work each week, and what do you do on your downtime?
When I am putting out fires, I work until they are out. Otherwise, every day is different — which is one thing I love about this gig.
What is some advice you would give new agents?
Get a mentor. Tour everything. Introduce yourself to everyone. Attend everything. Hold any open house offered. Believe in yourself, listen well to your clients, operate with sterling integrity and give back. And remember: Ours is a service business.
If you come from there, you will enjoy and be good at this business.
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